With its integrated content containing a full-text course book, interactive flashcards and comprehensive tests, Learning To-Go: Sales Management contains all the tools you need to gain mastery in this topic.

Providing a complete professional-level business course that clearly and concisely covers every aspect of sales, Pocket MBA Sales Management is an indispensible resource for Sales Managers, Field Reps and anyone who wants a better understanding the sales process.

Chapters Include:1. Sales Management and Selling2. The Salesperson's Responsibilities and Qualifications3. Selling as a Career4. Motivation and Consumer Behavior5. Information on the company, the product, competition, and advertising6. Credit, pricing, and discounts7. The selling process and prospecting8. Types of sales presentations and considerations for effective delivery9. Opening the sales interview10. Handling objections11. Closing the sale12. Customer relations13. Ethics in selling, Personal planning and control14. Retail selling15. Industrial selling16. Sales management17. Selecting and training of salespeople18. The sales force of the future